Course Name: Sales and Distribution Management

Course abstract

The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management.


Course Instructor

Media Object

Prof. Sangeeta Sahney

Sangeeta Sahney is Professor at the Vinod Gupta School of Management, IIT Kharagpur A gold medalist in MBA, and a PhD. From IIT Delhi in Management, she served as a faculty member at U.P Technical University and IIT Roorkee, before joining IIT Kharagpur in 2005. With a specialization in Marketing, she also teaches Organizational Behavior and HRM. Her research interests include studies in consumer behavior, organizational behavior and service quality primarily quality management in education. She has also taught at AIT, Bangkok as a part of the Indian Secondment in 2009 and 2016. She has published research papers in many leading national and international journals, and has also received several awards and accolades. She has also authored a book, titled Consumer Behavior, published by Oxford University Press.
More info

Teaching Assistant(s)

sudipr kumar

P.hD

 Course Duration : Feb-Apr 2020
  View Course
 Enrollment : 18-Nov-2019 to 24-Feb-2020
 Exam registration : 16-Dec-2019 to 20-Mar-2020
 Exam Date : 26-Apr-2020

Enrolled

4248

Registered

167

Certificate Eligible

102

Certified Category Count

Gold

1

Silver

6

Elite

40

Successfully completed

55

Participation

47

Success

Elite

Silver

Gold




Legend

AVERAGE ASSIGNMENT SCORE >=10/25 AND EXAM SCORE >= 30/75 AND FINAL SCORE >=40
BASED ON THE FINAL SCORE, Certificate criteria will be as below:
>=90 - Elite + Gold
75-89 -Elite + Silver
>=60 - Elite
40-59 - Successfully Completed

Final Score Calculation Logic

  • Assignment Score = Average of best 6 out of 8 assignments.
  • Final Score(Score on Certificate)= 75% of Exam Score + 25% of Assignment Score
Sales and Distribution Management - Toppers list
Top 1 % of Certified Candidates

GAURAV AGRAWAL 94%

B.S.A. COLLEGE OF ENGINEERING & TECHNOLOGY


Top 2 % of Certified Candidates

RAGHAV UPADHYAI 88%

IMS Unison University


Top 5 % of Certified Candidates

SILAS SARGUNAM S 83%

ANNA UNIVERSITY REGIONAL CAMPUS - TIRUNELVELI

NISMA FATHIMA 78%

PSG College of Arts and Science

TVSS SWATHI 76%

GUDLAVALLERU ENGINEERING COLLEGE

Enrollment Statistics

Total Enrollment: 4248

Registration Statistics

Total Registration : 1037

Assignment Statistics



Assignment

Exam score

Final score

Score Distribution Graph - Legend

Assignment Score: Distribution of average scores garnered by students per assignment.
Exam Score : Distribution of the final exam score of students.
Final Score : Distribution of the combined score of assignments and final exam, based on the score logic.